Category sales

Have you ever found yourself staring at your sales pipeline and notice that it isn’t trending positively? It’s likely because you lack qualified leads, have a low close rate which slows the movement of deals from one stage to another. Because of this, your company loses a significant number of opportunities and doesn’t achieve their …

Overcoming sales objections is par for the course in selling. If the buyer didn’t have concerns about your product or service in some shape of form, they probably would have made the purchase already. But just because your prospect is not yet ready to buy doesn’t mean they won’t. Indeed, having objections shows they are …

There’s a lot that goes into closing the deal. A modern salesperson has to be a jack-of-all-trades, adept at working with new tech tools like email automation, CRM, sales intelligence, and data-backed personalization, while still being comfortable with ‘old-school’ concepts like networking, product knowledge, building rapport, the drop-in… And cold calls. Yes, they still have …

There are two types of questions out there: open-ended questions and closed-ended questions. The way we use these questions can affect many areas of our lives, from our ability to build and maintain friendships, to how effective we are at selling. So what’s the difference between an open-ended question, and a closed-ended question? A closed-ended …

There’s a right way – and a wrong way – to write subject lines for every kind of email. Some types, like networking emails, often get pushed aside in favor of something more ‘important’. But the fact is, sending an email to someone you met at a recent event can be just as crucial as …